Executive Job Description | Client Business Executive (CBE) (Client Partner)- Telecommunications – Philadelphia
Candidates MUST have heavy prior experience in the Wireless/Cable/Broadband/Satellite Industries, ideally in the cable area. Specifically, knowledge of Comcast is a key attribute of the executive's experience.
The Client Business Executive’s role is to be the Senior Executive facing a specific customer with responsibility for all customer interaction and financial performance regarding the customer account. They will oversee and lead the maintenance and expansion of crucial client relationships and act as a guide and strategic partner to the client by becoming intimately knowledgeable of the clients’ key business problems. The individual will be 70% ‘hunter’ and 30% ‘farmer’, responsible for establishing strong business ties to the client. They will be responsible for developing account strategy, for P&L and for delivery for the client.
Target: (achieve $100M of business growth over 3 years)
In this particular role, the CBE will work under the direction of the VP, Client Business Exec, who will retain overall responsibility for the account. The superior will ensure the new CBE is properly oriented and introduced to the client.
It is crucial for the CBE to expand the Company’s exposure at senior levels within our Client which is currently strongest in the CIO organization. Other C level relationships to build include the CTO, CEO for Cable, CMO.
The CBE is the person who understands and manages the delicate balance of ensuring that new business comes to the Company, that revenue backlogs are recognized, and that projects get delivered effectively and efficiently within time and budget targets. In addition, they are responsible for making sure that the account achieves its EBIT targets while customer satisfaction and loyalty targets are met.
The CBE will provide strategic and operational leadership within the account and will also take full responsibility for building and managing long-term client relationships by positioning himself/herself as a trusted advisor. The CBE will be a reliable focal point of reference for every major managerial and delivery issue related to the client. He/she will not only keep current on all Company product offerings, but will possess the deep product and services knowledge necessary to assist with strategy development and clearly demonstrate the value-added delivered to the client. More specifically, the CBE will be responsible for:
- Responsible for the well-being of the long-term customer relationship for both the customer and the Company. Fully understanding the customer’s business challenges, culture, and environment (i.e. market trends, future technology, competition, and partners that may affect the customer’s business.
- Works to be valued by the customer as a trusted advisor and a reliable focal point for business issues. The CBE is accountable for the day-to-day business needs of the client and proactively working with them to achieve them.
- Drive, coordinate and integrate all Company activities within the customer’s account.
- Identify potential third-party business partners and establish and manage those relationships.
- Build and manage P&L for the account.
- Creates and maintains relationships with customers at all levels of the customer’s organization, but focused upon senior management, CxO and CxO-1 level.
- Establish and grow new revenue for The company within the account and manage deliver of new services.
- Leads the commercial negotiations with the customer, in alignment with Finance and the Customer Business Unit President. The CBE monitors the contractual agreements between the company and the customer.
- Responsible for preparing the Annual Operating Plan for the account. Monitors performance against the plan and ensures the resources approved by the plan are engaged effectively.
Desired Experience & Background
- A proven track record of developing innovative solutions to Cable or Communication Services Provider
- Extensive success at creating revenue opportunities, candidate must be able to demonstrate significant tangible revenue results.
- Must be able to demonstrate examples of taking an existing large client to a different level of success.
- Needs to provide a record of winning new business by building C-suite relationships, developing key department relationships and aligning strategic direction with customer strategic initiatives, objectives and goals.
- Must be able to provide successful examples of strong leadership focused on influencing large organizations, internally and externally.
- Must have high achievement record as a consensus builder, who is comfortable with multiple points of view yet can effectively lead a group to the best business decisions.
- Experience and deep understanding of the business side of BSS/OSS, ability to understand how we can add value through systems and/or services
- Ability to develop relationships with Sr. Execs in the Client.
- Demonstrated ability to bring new projects and lead penetration into new areas of business
- Proven success in generating and managing upwards of $100M P&L
- Proven track record of developing innovative solutions to Communication Services Providers
- Strong strategic management and planning skills – ability to think strategically and execute effectively
- Ability to build C-suite relationships, key department relationships and align strategic direction with customer strategic initiatives, objectives and goals.
What specifically about this role would attract top talent?
- The opportunity to take an already highly successful division and bring it to a whole new level!
- To work for a global leader as a strategic and operational thought leader.
- The opportunity to take far-reaching ownership of a long-term client relationship, building and managing successful relationships as a trusted advisor.
- The challenge! In a ever-changing competitive environment, the CBE will have the unique opportunity the grow and shape the company for years to come, benefiting not only the client but also an untold number of employees and stakeholders. The ability to drive change and to take on challenges and turn them into opportunities on a rare chance to make considerable impact on a large scale
Interested parties may send resumes to Mark Thrapp, Senior Recruiter, Claddagh Resources, mthrapp@claddaghresources.net, 678-405-4400x212.
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